Cold Calling Tips from the Queen of Cold Calling

1. If you have a new product or service that could be of benefit to your customer, something that might save them time or money, and they are not aware of it-you have an obligation to tell them. By simply picking up the telephone and letting your prospect know about the benefits of this new product or service, you are doing them a tremendous service.

2. The emotional ‘baggage’ you bring along with you (and everyone has it) influences your attitude, which you then project in conversations with prospects. Your prospect can hear if you feel unsure, afraid or uncomfortable, in the same way that you can pick up those uneasy feelings when speaking with someone.

3. On some level, you can help create the attitude of the person to whom you are speaking. If your expectation is that your call will be unwelcome, this will make you anxious and tentative. Your prospect will pick up on that, and it will be likely to make her less receptive to you. If your expectation is that you will be well received, your prospects are more inclined to listen and respond favourably.

4. The intent of an introductory call is communication - two-way communication. You want your prospect to hear you, and you also want to hear them.

Cold Calling Tips from the Queen of Cold Calling

1. When you are making introductory calls, focus only on making introductory calls. Don’t try to get anything else done during that time. Determine ahead of time your schedule for making calls, and do it. Close your office door. Don’t take any calls; just make phone calls.

2. After a successful call, keep calling. Your energy and enthusiasm will be higher–it will translate to even more success.

3. Make the inflection at the end of every sentence go down–even if you are asking a question. When people are nervous, they tend to turn everything into a question, with an upward inflection at the end. Your prospect will read this as you being unsure. Correct that by deliberately lowering your inflection–your prospect will read you as strong and confident.

4. Make introductory calling into a game, and reward yourself when you succeed. For example, for every ‘yes,’ put a dollar (or $2 or $3–it’s your game) into an envelope. At the end of the week, take the money and treat yourself–even if it’s only an ice cream cone!

Cold Calling Tips from the Queen of Cold Calling

Cold Calling Tips from the Queen of Cold Calling

1.  Divide your prospect list into A, B and C leads. The A’s are the ‘hot leads,’ the ones most likely to buy; the C’s are the least likely. Work on your A leads first-unless you are new to introductory calling. If you are, work on your C’s. It will be low pressure and good practice. Once you are comfortable, work on your A’s. On average, it takes as much time to reach and then close on a C lead as it does to reach and close an A. Spend your time effectively.

2.  When you are creating your script, make sure to write your script the way you speak. Written language and spoken language are very different. If your script is in written language you will sound phony. Real people do not speak with capital letters at the start of sentences and periods at the end. People actually speak more in phrases or fragments, with pauses sometimes improper grammar and the occasional ‘ah’ or ‘um….’

3.  If you are having a difficult time writing your script in spoken language, try talking into a tape recorder, then playing it back and writing down what you say.

4.  To become totally comfortable, rehearse your script. Practice it out loud. Call your voice mail and record yourself so that you can hear how you sound. Practice with your friends and colleagues. Role-play. Do everything that you can think of to prepare before you ever get on the telephone.

The Queen’s Podcast - Call-Killing Phrases

What simple, every day phrases can cause you to blow leads and miss opportunities? In this new Cold Calling Tips Podcast from Wendy Weiss, The Queen of Cold Calling, find out what phrases to eliminate from your cold calls.

 

 The Queen’s Podcast - Call-Killing Phrases: Play Now | Play in Popup | Download (168)

Cold Calling Tips from the Queen of Cold Calling

1. Most sales are made, on average, after the seventh contact with a prospect. These contacts can be by phone, e-mail, fax or letter. Most sales people give up after three or four contacts. If you do that, you are leaving cash on the floor behind you.

2. A cold call is not life or death. If someone says ‘no’ to you, no one will die. You will not destroy your life or that of innocent passers by. Your company will not fold; the world as we know it today will not come to an end. It is only a phone call. Loosen up, be creative, and have some fun with it.

3. Never use the word ‘appointment’ when trying to set one. Instead, use the word ‘meeting.’ ‘Meeting,’ sounds more professional and more important. ‘I would like to meet with you…’

4. Be yourself. Be genuine. No one wants to deal with a phony. It is okay to simply be yourself, selling a product or service in which you believe. Prepare, so that nothing will surprise or stop you. Continue being a thinking human being. Listen actively. Focus on the conversation you are having with your prospect and only on that conversation.

Cold Calling Tips from the Queen of Cold Calling

1. Before you start making your prospecting calls, do your homework: Set up your strategic marketing plan, identify your ideal prospects and write your script.

2. Develop your ideal customer profile. List your top ten customers, (i.e., customers who buy the most and the most often) along with the type of business they are in, the title of the decision-maker and any other similarities you notice. Find other companies that match your top ten. They are potentially good customers for you.

3. Analyze your competition’s customers-they are your potential customers as well.

4. Develop your list of Qualifying Parameters-the conditions that are necessary for you to consider doing business with a prospect. If your prospect does not meet your qualifying parameters-they are not a qualified prospect!

5. If you are not speaking with the decision-maker, you are not speaking with a qualified prospect.

The Queen’s Teleconference: Grab and Hold Your Prospect’s Attention

You have approximately 20 seconds to grab and hold your prospect’s
attention.

* Are you sick to death of hearing, “I’m not interested?”
* Is your anxiety about what to say keeping you from making your
prospecting calls?
* Would you like to have better, more productive conversations
with prospects?

It’s not that hard to create a good call opening. It’s not that hard to
catch your prospect’s attention and interest. It’s a matter of knowing
exactly what to say and how to say it.

We last ran this program two years ago. Since that time, with the
economy worsening, more people then ever are using the phone to market
to new prospects. The ability to engage a prospect’s interest and
attention on the telephone has become even more imperative. For that
reason, we have brought back “How to Easily Create a Compelling Opening
that Generates Interest, Attention and Sales,” updated and packed with
new information.

Here’s the vital information for this valuable and informative
teleconference.

When: Thursday, June 25th 2009
            4 PM EST

Where: Your own home or office

What is the investment?: $47.00

By the end of this teleconference you will be able to grab and hold your
prospect’s attention, engage your prospects willingly in productive
conversation, feel less anxiety and GET RESULTS.

REGISTER NOW!

The New Top Sales Experts E-book is Now Available

Download the latest TSE E-Book featuring Wendy Weiss, The Queen of Cold Calling.

Interview with the Queen of Cold Calling

Steve Bell of The Networking Masters, www.thenetworkingmasters.com,
interviews The Queen on cold calling in today’s difficult economy.

Click here to listen to the interview.